3 Reasons Why Lead Nurturing is so Important to B2B Prospecting

If you are not familiar with “Lead Nurturing” it is the business process of setting up a system to maintain contact with potential customers with information offers to educate prospects about your product or service. This is a very basic definition. In a sense, Lead Nurturing is not new. If you were a sales rep in decades past, you may  have had a sales manager that insisted that you setup a “tickler file” and stay in contact with your sales…

The 3 Elements of a Successful b2b Appointment Setting and Lead Generation Program.

In the majority of cases, about 90% of the time, when a b2b company hires Professional Prospecting Systems, they are looking for more b2b appointments or qualified leads. Over the past 14 years we have developed a systematic approach to setting up and running a b2b appointment setting and lead generation program that incorporates 3 Elements : 1. People: An outbound calling program to secure more b2b appointments and leads is labor intensive. PPS has focused on hiring only experienced…

Winning at the top of the sales funnel / Getting Enough Appointments to Drive Sales

B2b Lead Generation and Appointment Setting means winning at the top of the sales funnel. Winning at the top of the sales funnel means coordinating people, systems and content to get your story into the minds of your prospect audience so they are persuaded to have a conversation with you (an appointment.) Sounds pretty straight forward doesn’t it?  You have a bunch prospects out there that have never of heard of you and you are going to change that by…

Face to Face Appointments vs. Phone Appointments

New Data – That we already knew I wrote a blog post a couple of months ago about Face to Face Appointments vs. Phone Appointments and made the case that you are better off going for a Phone Appointment first. We knew this from the experience of doing over 1,500 projects in the past 13 years. Recently I came across some third party validation so you do not have to take our word for it. This is an excerpt from…